Quick quotes are a staple of our industry. Virtually every jumbo personal lines marketer offers them via the Web and by phone. Local agencies interested in competing for this class of business must similarly offer speed quotes. Still, there are ways to slow down impatient shoppers, including taking a few moments to recap the person’s PC-generated rate printout on a manually completed summary page. Or, you can use an I’ll Switch My Policy If… form. They require prospects to buy on-the-spot, if you meet a list of their pre-agreed quote conditions.

Full-service personal lines prospects function under a different set of requirements. These individuals appreciate the difference between price and value. A tailored, well thought out personal lines proposal, delivered face-to-face (or discussed voice-to-voice), is the way to go.

To help, we have designed 10 personal lines proposal elements you can use to build a new proposal document or to supplement your existing one. After you customize them, they assist in showcasing the extent of your preparation and insurance knowledge. Plus, they encourage discussions of issues beyond price, which helps when selling to full-service prospects. Furthermore, the pages don’t look like standard boilerplate. They are crisp and clear, without extensive coverage descriptions. Tip: You might want to add these on your own, as an appendix to the proposal, along with other non-customized content.

Targeting multi-policy personal lines insureds aids your growth. These buyers are often more loyal than quickie price shoppers and their total commissions rival those of many small business accounts. There are myriad marketing methods to attract these folks’ attention, but to actually close the sale, you must deliver more than a canned laser-printed quote. Developing and presenting individualized “showcase” proposals increases your odds of sales success.

Quick link to tools page.